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A survey conducted by CRN in June 2018 reveals why some resellers are embracing propositions with enthusiasm and driving customer migration, while others are resisting the increasingly intense pull of the cloud.

To grow, to remain relevant to the customers, and to remain profitable, IT channels (in all their forms) will have to master a number of business model transformations in the cloud and digital transformation era. Read more to learn about the key transformations that IT channels will need to address, in order to bring new capabilities to customers and be successful in the future.

Sales for the last three months of 2003 were $111.1m, up nine per cent from the same period in 2002. Profit also rose - from $10.5m in the fourth quarter of 2002 to $24.1m in the final quarter of 2003.

"The firm seems to have upped its profile - Foundry is putting some effort into it now," said Clive Longbottom, services director at analyst Quocirca.

"It is delivering standardised products and working to get partners on board - more power to their elbow."

On an annual basis, Foundry's turnover for 2003 was $399.6m, compared with $300.7m in 2002. Foundry also updated its BigIron and NetIron chassis, announcing new modules for both line-ups.

The new arrivals have pushed prices on older kit in Foundry's range down.

"A 10GB port is now the same price as 10 single Gigabit ports," said Palmer. "10GB also gives the users a road-map and makes it easier for them to upgrade. There are massive deployments of Gigabit to the desktop, and that is helping as well."

Longbottom agreed. "Gigabit is becoming mainstream in business, and Gigabit to the desktop means most companies need a 10GB backhaul. It all depends on whether Foundry can keep it going."